SalesManager - Cloud Platform
Doesbeing a part of helping clients go through digital transformations and movingto the cloud excite you? Do you have a passion for helping organizations ontheir journey to the cloud, to secure, improve, move and govern their datacapital assets both on-premise and on the cloud? Does cutting throughshort-term ambiguity for longer-term vision come as second nature to you?
Ifyou answered ‘Yes’ to all of these questions then this could be you! Oracle hastransformed the enterprise software market with cloud computing and data driveninnovation. We've launched business apps and platforms that are as easy to useand have a differentiated advantage in being able to offer an identicalportfolio of infrastructure and platforms services for end-to-end datamanagement both on-premise and on-the-cloud.
Therole of the traditional, on-premise only DB Software sales executive ischanging as we pivot to the next generation of cloud computing, which willdramatically increase our addressable market reach and wallet share.
Asa Sales Manager, you will demonstrate this value by helping our databaseinstall base customers move not just their database, but targeting all theirworkloads, both Oracle and non-Oracle to the cloud. This person will beinstrumental in increasing Cloud (PaaS and IaaS) bookings as well as Databaselicense revenues. They will work closely with enterprise clients in sellingthem new services, as well as bringing in net new business in their territory.
·Define strategies and act togenerate long term and short-term customer success and business results.
·To exceed quarterly sales targets byselling Oracle PaaS/IaaS and On-Premise Database into named accounts and/orwithin an assigned geographical or vertical market.
·Manage the entire sales process toensure delivery against key performance metrics, with a strong emphasis on newbusiness sales, while expanding existing accounts.
·Territory identification andresearch, to formalize a go to market territory strategy and create qualifiedtarget account list within 30 days.
·Pipeline development through acombination of cold calling, email campaigns and market sectorknowledge/intelligence. Adequate pipeline to ensure over-achievement within thedesignated territory
·Engage with prospect organizationsto position the Oracle solution through value based selling, business casedefinition, ROI analysis, references and analyst data.
·Manage the end-to-end sales processthrough engagement of appropriate resources such as Pre Sales Consultants,Business Development Consultants, Oracle Consulting, Executives and Partnersetc., and through effective utilization of selling tools such as Engineeredselling process (ESPs), Customer 360, etc.
·Daily update of the Oracle SalesCloud system with accurate customer and pipeline data.
·Accurate monthly forecasting andrevenue delivery.
·Continuous improvement inself-research, learning and readiness on the new product offerings
·Working closely with customersuccess managers ensuring the PaaS/IaaS customers are deriving value from theirinvestments and ensure very high subscription renewal rates
·Minimum of 15 years of relevantexperience in selling enterprise software solutions or services. Ideally sellingIaaS and or PaaS
·Successful history of net direct newbusiness sales, with the ability to prove consistent over achievement againsttargets.
·Ability to build reciprocalrelationships with different parts of the business, partners and customers andidentifies synergies across LOBs and acts on opportunities to integratebusiness, with credibility at all levels, including Lines of Business and CxO.
·Solid understanding of the ITindustry Cloud landscape and market
·Sales experience with a Cloud vendorwould be beneficial
·Competencies in building valueproposition and positioning strong proposals.
·Strong interpersonal skills withproven ability to communicate across all levels and effectively adapts tovaried situations
·Be creative with strong problemsolving skills and the ability to adapt and succeed in a fast paced andambiguous environment.
·Proven ability to work well as partof an extended sales team
Detailed Description and Job Requirements
Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors.